Session 18 Personal Selling, Sales and Customer Relationship Management

Time required: 2 hours
Objectives & Requirements
　　Be aware of
　　• the concept of personal selling
　　• the roll of salesforce
　　• tasks of salesforce management in the internet
Essential Concepts
　　• the six steps in an effective sales management process
　　• salesforce structure
　　• team selling
　　• selecting and training salespeople
　　• compensating salespeople
　　• supervising and evaluating salespeople
　　• the seven-step selling process
　　• Customer Relationship Management(CRM)
　　• customer lifetime value
　　• online/ virtual community

>> 返回 <<